Economic disruption has greatly impacted the media sales industry, but the ad market is aiming to ramp back up.
Advertisers remain focused on being at the forefront of the consumer’s mind even as consumer spending falls. They are, however, requiring additional capabilities from first-party data and analytics and are increasing demand for unique creative. These requirements along with the acceleration from advertising in mainstream media to digital has forced media sales firms to react even quicker to the changing landscape.
So what does this mean for media ad sellers?
Now more than ever, sellers need to be motivated, productive and focused on the right activities. To do so, publishers are looking to develop new and innovative ways to compensate sellers to ensure they are aligned with advertiser demands for 2021 and beyond.
- Do all of the different sales compensation program elements align with new realities?
- Is the sales compensation program helping or hurting the execution and collaboration among new and transforming roles?
- What’s the most effective sales compensation plan to produce top players?
To best answer these questions and address the new mandates to develop an innovative and strategic media sales compensation program, Alexander Group is virtually hosting the 2020 Media Sales Comp Symposium on August 19th and 20th from 11am-2pm ET. Sales compensation leaders will explore winning strategies, key positions and coaching techniques to motivate sellers. Session topics include:
- 2021 Priorities: Expectations from Sales Comp to Go the Distance
- Challenge Accepted! Sales Comp Design for Uncertain Times
- The Old One-Two: Sales Comp Success for New Organizational Structure and Roles
To review the full lineup, please see the event agenda.
The symposium will include keynote panels and interactive breakout sessions with sales comp leaders and industry experts. Benefits to attending include:
- Engage with other media sales comp leaders in an interactive, virtual forum
- Stay up-to-date on current sales comp-related topics, trends and issues within the media landscape
- Attend sessions for a deep dive into new sales comp mandates
- Access Alexander Group’s expertise on sales comp and execution
- Expand your network
There is no charge to attend. If you would like to participate in the Media Sales Comp Symposium, please register here.
For more information on the event or to learn about Alexander Group’s media sales practice, please contact a media sales practice leader.
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Author
Matt Bartels is a principal in the Chicago office. Matt is a leader for the firm’s Media and Implementation & Change Adoption practices. He also has widespread experience in a variety of industries, including technology, manufacturing and health care. Matt has a proven record of working with clients to develop actionable growth-oriented strategies, go-to-customer transformations and productivity enhancements. In addition, Matt is an expert in global and domestic sales compensation design. He is a leader in the revenue growth space, and a frequent speaker and author of thought leadership content.
